In the summer, because I had to hold a staff meeting of the credit department, I walked to the conference room with a large stack of materials and met Chen Homework head-on. Pen Fun Pavilion wWw. ｂiquge。 info Chen homework said to Xia: "After you finish the meeting, hurry up to prepare the loan materials of 38 Co., Ltd., and report it for approval. Recently, I often go for morning runs with Director Feng Laodao, and I have talked to him many times, and he has already expressed his agreement, and it may not be possible to do it if it is too late. ”

Summer said, "Why?"

Chen said: "I live relatively close to Wanzhongyi in the credit office, and he said that the head office has often had problems with funds recently. If it is not done well, it is necessary to stop the branch loan and protect the business department of the head office. At that point, we can't move! So hold on. ”

Xia said: "Okay, after the meeting, Xu Donghai and I will focus on this matter." ”

In the branch conference room, a meeting of the credit department is being held. In addition to the summer, Xu Donghai, Liu Aihua, Li Guolan, Li Chaoyang, Shu Guangrong, Liu Miaomiao, Wang Yang, as well as Gao Youhua, Zhang Bo, and Ren Erwei, who had just arrived, sat around the oval conference table, which was quite the same thing.

Summer made an opening remarks and said: "According to the spirit of some meetings of the head office, I discussed with Manager Xu to convene this meeting. First of all, according to President Wang's arrangement, our department has added new people, the head office sent two high-achieving students Gao Youhua and Zhang Bo, and Ren Erwei from the branch office was also transferred to us. ”

After all of you looked at each other, it was considered a welcome, and the meeting continued.

Xia said: "Today, I am talking about building a platform for dialogue, and I will put forward some reference opinions, and you can ask questions and answers at the meeting, or you can put forward your views and ideas to me after the meeting. In short, everything is alive and pragmatic. In a 16-word jargon, it is: there is no definite law for everything, there is a definite rule for everything, and there is no definite rule for everything. ”

Summer looked at everyone and saw that they were all listening attentively. So, he continued: "Let me make a few comments.

"1. On the new loan business. The first point is the main principle: everyone should contact more of the borrowers to make loans, choose some of them to make loans, and increase the number of new borrowers in a steady and orderly manner. The second point is that in the team of loan officers, there are four relationships that need to be corrected. First, it is necessary to correct the relationship between fulfilling the deposit task and making loans, and we should not relax the loan conditions by focusing on the deposit task with both eyes. Second, the decision-making process of loans is a subjective and objective judgment behavior. When one's own judgment is inconsistent with the judgment of the collective or superiors, it is necessary to set a correct psychological balance. What is the criterion for emphasizing that the will of the individual should not be too strong, that is, if the money is mine, I dare to lend it to him, and this is right. The third is the relationship between unity and cooperation and the courage to express different views on appropriate occasions, and the relationship between the division of labor and timely filling. Fourth, the relationship between work efficiency and work quality. Third, the risk of new loans must be controlled. What we should keep in mind is that lending is a process of converting other people's assets and our liabilities into our own assets and other people's liabilities, and there is absolutely no ambiguity. In this regard, we have learned too much to be confused. ”

Speaking of this, Summer asked, "Is it acceptable for you to say this?"

Shu Guangrong said: "Yes!"

Summer said, "If everybody can accept it, it's fine." Next, let's move on to the second question, about the collection of principal and interest on old loans. ”

"We all came from the financial services agency, and now the financial services agency is gone, and we are staying. There is a saying called 'seeking government in its position', and my opinion is that we must fulfill our responsibilities, do as much as we can get back from old loans, and do a good job with our own initiative. I would like to address a few issues of strategy and methodology.

(1) Be good at turning other people's loan accounts into your own loan accounts. Over the past year or so, our comrades have been very expert in turning other people's deposit accounts into their own, and some people have even made awkward troubles about this. As we all know, deposits are the most important thing for banks. However, I would like to remind you that if there are good borrowers, there will be deposits, and even good depositors. You may understand more from the indirect side, such as the induction, but you can also transform each other in the direct way. At present, we have 73 loan companies, and not all of them have been recovered, and our credit is 'big', which is neither possible nor necessary. First of all, we must make a judgment on the more troublesome and risky ones, and if they are less risky and can cooperate with each other, they should not repay them, and it is better to roll them over, allow them to be overdue, and borrow new ones to repay the old ones, than to pay them off. Why? Because banks and enterprises are familiar with each other and are easy to communicate, it is easy to form some derivative deposits, and some time deposits can be introduced. Think about it, if you are a loan officer and don't make up your mind from the borrower, how can you complete the deposit task of 20 million yuan?

(2) Correct the relationship between loan principal and interest collection and post-loan investigation. There is a Sumitomo Bank in Japan, and they say that the relationship between banks and companies should be such that "before the loan is the enemy, after the loan is the family," I think it makes sense. When we deal with loans, we can't just keep asking for interest before we get in touch with it. In order to get as close as possible in normal times, the relationship between the bank and the enterprise and even the individual should be established in the period after the loan. Some comrades said: 'If you want to take out a loan, you should be warmly received,' as if this is the only way to be enthusiastic about the borrower, and the borrower also meets you when you take out the loan and invites you to a meal, and it is impossible for him to go to his company to drink a glass of boiled water after the loan is issued. In fact, this is a very dangerous bank-enterprise relationship. I gave Shenzhen Zhaoshida Co., Ltd. a loan of 4 million yuan, and at first his boss bragged fiercely, and Ou Zhongzhong and I went to see his factory and equipment, and had a negative attitude. He complained to Mr. Zhuang that I was 'not enthusiastic', and later his finance minister was very afraid of me and did not dare to see me. Three months after the loan was issued, the company boss invited me to the first meal he invited, and I thought I wanted to eat. As a result, after I ate this meal, I pulled in 5 million semi-annual fixed deposits for the service cooperative, and the company's boss thanked me and said: I gave him face. That's why I say that the activities that promote the improvement of the company's management and increase its business results after the loan are the most exciting for the company.

(3) Ideologically attach importance to their own customers and be in charge of the work of customers. After this meeting, we will readjust the customers and assign them to everyone for management, and I hope everyone will move.

(4) Handle the relationship between long-term work arrangements and short-term work results. It's often the case that in the first week of the month I've made a lot of progress and feel relieved. But after a month, it's still this result. Then, it turns out that if you breathe a sigh of relief, you will be relieved, and you will regret that you will not be able to make up for the past time. Therefore, if you can grasp the work, you must grasp it, and if you don't grasp it, it is equivalent to not grasping it.

(5) Correctly grasp the problems encountered in contacting old loan households. Due to the inherent problems of the service cooperative's loan work, such as the high cost and speed of loan work, and the use of loans to attract deposits, we will inevitably encounter many problems in the process of recovering old loans.

When you encounter problems in the conversation with the loan owner, you should pay attention to two ways: First, in the spirit of safeguarding the interests of the bank, you should be good at finding out the mistakes of the other party and fighting on the basis of reason. For example, if you say that the interest rate of the loan is high, the mortgage or guarantor divides the loan, the procedures are not sound, the bank is responsible for the introduction of deposits, and so on, you should think about how to deal with it. The second is to take the initiative to report after coming back to see how to coordinate a consensus internally. ”

Speaking of this, Xia said to everyone with some sympathy: "We are engaged in credit, and we are used to it, are we a little unable to sit still? I think so, especially listening to a speech like mine, it is not easy to listen to it." So, I'll tell you a joke-style industry prediction and let you judge whether it's right or not in the future, how about it?"

Ren Erwei said: "Wow! What kind of prediction does Manager Xia want to make?"

"Clothing!" said Summer with a smile, "especially women's clothing." ”

After listening to what Xia said, everyone came to the spirit, and the newcomer Zhang Bo said: "Manager Xia will talk about it." ”

Xia said: "Now, we can see on the streets of Shenzhen, people's clothes are all kinds of strange. Those who wear jeans deliberately grind their knees and buttocks to look like they are beautiful, and the ladies wear some fashions that cover their chests tightly, but they have a large crooked piece cut off from their backs, as if to save some fabric, and a hole in the navel is exposed, probably scientifically. In short, you can see as fashionable your clothes as you want them to be, and you can see them on the streets today. So, what does fashion look like in five years' time?"

I sold a pass in the summer, looked at the attendees, and said, "After five years, I will advocate natural beauty." Sewing machines will gradually withdraw from the Chinese market, and the latest fashion is to go to the cloth shop to cut two meters of cloth, and drape it on the body without processing, or wrap it diagonally and diagonally. It makes people look at it, full of hazy and beautiful associations. Do you believe it or not?"

Everyone listened to Summer's statement, pursed their lips and smiled, noncommittal.

After watching everyone digest the joke, Summer said, "Now let's talk about the third question, about the training and assessment of the team." ”

He continued: "In terms of the training and assessment of the credit team, I do not talk empty, such as 'building a first-class team' and other big words, there are many conditions for the construction of a first-class team. My basic requirements are: you can judge the enterprise objectively, know Shenzhen, do post-loan inspection, deal with deposit and loan accounts in a more appropriate way, be able to go out and come back, and have the ability to work independently. By saying this, I mean that at the moment, we are not at this level as a whole.

Below, I would like to share with you my feelings as a loan officer.

First, the most painful time for credit work is when you can't get started with your work, you are at a loss, and your judgment is not recognized by the leaders or society. When you are at this stage, you don't know what to do when you come to work, and if you don't come to work, you have no results for a long time, and you feel a little sorry for yourself.

On the contrary, the loan officer is most excited when his judgment is different from that of his leader and colleagues, and finally he convinces the leader and supports the company. Moreover, through your support, it has been confirmed that your judgment is correct, and the company has also thanked the bank for establishing a good bank-enterprise relationship. There is also a situation where, through the use of control and promotion means, the company is supported to face losses, which serves as a demarcation point and promotes the enterprise to enter a virtuous circle, which will always be remembered. All of you, if you open up such customers in your work, your image will be established in the society, and the image of the Citizens Bank will be brightened as a result.

Second, as a process of team training, we are all in a learning process now. No matter what kind of work you have done in the past, you should remember that 'a good man does not mention the courage of the year'. If we want to master the basic means of judging enterprises in Shenzhen, we must take time to learn the basic knowledge of trade, taxation, finance, and auditing, and constantly update them. Comrades who used to have a relatively high level should continue to study and should not be self-righteous.

Third, we credit practitioners should have a sense of taking the initiative to share responsibilities for the credit risks of sub-branches. This awareness should be manifested in three aspects: (1) In the projects that you investigate and review, find out the situation, have a target, and dare to put new loans in your heart. (2) In the normal management work, problems should be dealt with in a timely and proper manner. Especially in the current period of conversion, you can't find a problem, it's not your business, and you can't hang it high. We can't be the kind of people who have achievements and are very honored, they are all our own, and it doesn't matter if something goes wrong, it's all someone else's. This is not good, even if the problem is someone else's, because we are in the position, we must deal with it well. (3) I have repeatedly emphasized that everyone is encouraged to express different views on certain occasions, and to provide leaders with good choices and follow, and once a conclusion is formed, it must be resolutely implemented. In this case, there is no room for conflict. It must be made clear that the discussion and controversy of the loan officer's business is an effective means to improve the level. Solidarity should not be affected by business arguments, some arguments take a while to prove who is right, and if you are proved right, you need to be lenient.

Fourth, the assessment idea of work status. According to our current loan quality, the work assessment is roughly considered as follows: (1) The general requirements are that each person gradually forms the ability to manage about 10-15 loan households, and after you take over the enterprise, the cumulative amount of principal recovered and the amount of arrears of interest is cleared. (2) If the enterprise under your management uses the deposit and loan linkage as a loan, what is the linkage ratio at that time, and what is the linkage ratio after you manage it, which reflects your ability to organize deposits. (3) The final gap between the evaluation of your pre-loan investigation report and the actual one. (4) The completion of the deposit task and the increase in the number of settlement accounts. (5) Coordination with the department. (6) Complete other tasks assigned by the organization.

Fifth, the judgment of the relevant work mistakes. I used to be a farmer, and there is a local saying in the countryside, called 'steaming wine and grinding tofu, don't dare to succeed in the master', which means that making these two products is really a fire and water kung fu, and it is necessary to be very accurate, and no one dares to guarantee the result. It is far more difficult for us to carry out credit work in Shenzhen than it is to grind tofu in rural areas across the country, and no matter who we are, we may make mistakes.

Yesterday, I read the system-wide "Loan Enterprise Schedule" issued by the Citizens Bank, and I found that many of them came to me for loans, and we did not give them loans here, but they obtained large loans from other financial service cooperatives. What does this mean? It shows that the quality of loans from other financial service cooperatives is not much higher, but the problem has not been exposed for the time being. Therefore, what we need to do now is not whether there will be a problem, but what to do and how to deal with it. Of course, there are risks inherent in this approach. In this way, there is no unified will, and it is still a problem to say more and do less. You see, the old loan of today's home company, the shareholder of our bank, suddenly said that the equity could not be mortgaged, and suddenly said that it could, like playing football, kicking back and forth. Now that we are ready for a shareholders' meeting, here comes the matter. They say 'why don't you do it for him?' and blame us for not getting things done. ”

Speaking of this, Xia paused for a moment, and recalled in his mind the unpleasant experience of the credit office of the head office coordinating the 3 million yuan old loan loaned by the bank's shareholder Today Home Company during the service cooperative, and said pointedly: "I can say that this year's Today's Home Company is no longer last year's Today's Home Company! He will soon have a large deposit of 30 million yuan in his account for a long time." His boss, Guo Shangshu, allocates how much deposits to be deposited in each bank according to the amount of help they usually help his company. When I was doing his 3 million yuan loan, I didn't even drink a cup of tea from him, and I finished it in half an hour. Of course, it is also of high quality, why do you say that it is high quality? Because his investment in the service agency is 3 million, he is not afraid that you will lose money, we give him 3 million, are you afraid that he will lose the money? Now that their company has money, Guo Shangshu told the company's finance: "Manager Xia of the Citizen Bank is a person who really helps people, and for his sake, give 10 million yuan in the Hubei branch and let him complete the task." 'Imagine, if the equity pledge turmoil was at the beginning of my loan to him, would he give 10 million deposits to the Citizens Bank today?

A few years ago, I read a short story about an architectural design institute whose walls collapsed due to a heavy rain and had to be rebuilt. Because the academy is engaged in architectural design, there are many talents, there are Western schools, there are traditional Chinese schools, and the two sides argued endlessly about what style to use for the rebuilt wall, and this matter was hung out in this way, and there was no follow-up for half a month. This can hurt the administrative department of the college that is engaged in safety and security. One day, a temporary worker in the college's administration bought red bricks, glazed tiles and other materials, and used one night to build the wall, but it had not yet been painted. The temporary worker, perhaps because he was tired, fell asleep next to the wall.

After a while, experts and scholars who went to work came to the gate of the college and found that the wall had been built. At this time, there was a great debate about the genre of the new wall. The Westerners said: 'This is according to the style of Western art, with simple and bright lines and a rough style. This brick is not whitewashed and the glazed tiles on it are proof of this. The traditionalists say, 'This wall shows the classical beauty of China, you see, the red bricks are still piece by piece.' It's just like the architecture of the Tang Dynasty. ’

At this moment, the temporary worker who was asleep was woken up by the sound of arguments, rubbed his eyes, and said embarrassedly: 'I'm sorry, for the safety of the college, I built the wall in private. I'm really too tired to paint it yet. After listening to the temporary workers, these experts and scholars left one by one with red faces. ”

Xia said: "What we need now is such temporary workers, we need the spirit of such temporary workers, and we don't want to learn from those experts and scholars." ”

Speaking of which, the summer was supposed to be the end of the meeting. The mobile phone on the conference table rang, and after Xia was connected, Chen Jiao said on the phone: "Manager Xia, is the meeting over?"

Summer said, "Almost. ”

Chen homework said: "You go to President Wang's office, Chen Shanwei is here." ”

Summer said, "Come right away." ”

In the small conference room of the Citizens Bank, Vice President Luo Yi and Wu Qing presided over a small-scale meeting attended by cadres above the section level from the three departments of the Planning, Credit and Business Development Department.

At the meeting, Gu Yuan, director of the planning department, introduced the situation of tight funds in the whole system: due to the loans made in the form of "deposit and loan linkage" during the service cooperative, the overdue ones are not repaid, and the ones that are due are also close to expiration, and there will be nearly one billion yuan of fixed deposits to be paid next month, and at present, 57% of the branches have different degrees of overdraft, and some of the overdrafts reached 50 million yuan on the same day. If this continues, it will be difficult for us to borrow another 1 billion yuan from the People's Bank of China to fill the capital hole in the period of the service cooperative.

Next, the Business Development Department will report on the recent coordination with the key projects of the Municipal Investment Management Company system. Because the Municipal Investment Management Company is the largest shareholder of the Citizen Bank, when the city was preparing to take over the service cooperative, the leaders of the municipal government intended that the Citizens Bank should bear the surplus funds for the construction of key projects in the city, as part of the municipal government's support for the local banks. Therefore, it took four months for the development department to coordinate more than 10 municipal infrastructure projects, although these projects can derive a certain amount of deposits, but the total amount of funds required is still more than 1 billion yuan to win.

After the two directors finished reporting, Luo Yi said: "Today will be a very important meeting. It reveals two aspects of the stability and development of the Citizens Bank, and it is also two major themes. The deposit below is gone, and there is no way to repay the loan. In other words, if the People's Bank is not established, then one branch after another, that is, the original service cooperative, will be closed! If we do not allow it to close now, we will shoulder the responsibility, and it will take about 1 billion yuan in funds here in the short term to stabilize the past. The key projects that the development department has carried out are related to the basic means by which we use development to digest historical issues, and we must not only support them, but also strive for them from top to bottom. If you try your best to get the project and get it, but you don't have the ability to support it, then you will lose everything. The city will say, 'You're nothing more than this -- a silver wax tip.' If this is the case, there is no way for the Minmin Bank to establish a foothold in Shenzhen. Well, if these two problems are to be solved well, we will have to increase our deposits by at least 3 billion yuan in three months, which is equivalent to saying that we will increase our deposits by 50% in a short period of time, and the difficulty can be imagined. Or reduce the loan by the same amount. Can we recover 30 percent of the old loan from the service in three months? This may be more difficult than organizing a deposit. There is also a possibility: an increase of 1.5 billion in deposits and a decrease of 1.5 billion in loans. In this sense, the credit department is not powerless, nor is it inactive, and it should use its brains and think of a way. Isn't it?"

……

At this meeting, the basic idea of reducing the loans of each branch was put forward, and whether the branch was overdrawn was taken as one of the conditions for approving new loans. At the same time, the meeting also held that in order to ensure the financial needs of the key municipal projects that have been sought, the loan issuance work of the branches can be stopped if necessary. There is no consensus on whether the cessation of new lending will be announced downwards and outwards.

Precisely:

It's easy to create a first-class, exhausted and sparse sideburns;

Paying for risk is always present, and the road is far from endless.